High Impact Consultative Selling Skills

Introduction

Traditional sales training do not take into account the difference between a simple and complex sale. Research shows that significantly different skills are reqired by each type of selling. While most sales training focuses on making a success of the salesperson who is product or service oriented, the most successful salesperson is ultmately customer oriented.

Course Objectives

Upon completion of this program, participants should be able to:

• Build rapport and develop positive engagement
• Conduct powerful presentations
• Elicit information effectively through the use of effective questioning techniques
• Identify and develop a consultative approach to selling
• Influence, persuade and sell through multiple platforms

Key Content

Module 1: Overview

• Context setting
• The complex sales
• What is 4D
• Creating winning habits
• The sales partnership team

Module 2: Interpersonal Communication

• Building credibility
• The 4 customer behavioral styles
• Identifying your personal style
• Developing your style towards effective selling
• Shifting into positive action

Module 3: Being Effective in Customer Centered Selling

• Applying learning in selling to different buyers
• What customers say and do and what is important to them
• What we do more of when selling to different buyers
• What we avoid doing when selling to different buyers

Module 4: The Consultative Sales Process

• Funnel stages and milestones
• Discovering prospects
• Lead generation
• Networking
• Qualifying prospects

Module 5: Filtering Prospects

• Filtering criteria
• Client action plan tool
• FABs and CSFs
• Linking value statements
• Approach call strategies, COIs and gatekeepers

Module 6: Defining Presentations

• The 3 Act Structure: pulse checks and rollovers
• Verbal
• Vocal
• Visual: The art of executive presence
• Visual: Slide deck hacks

Module 7: Objection Handling

• Types of objections
• Objection handling techniques
• Win win outcomes
• The LAQUER model
• The final toolkit

Module 8: The Coaching Wisdom

• Account hand off to servicing team
• Key account management
• Building a self sustaining customer referral system
• The secret of a sales professional
• Coaching performance